This is the second in a two-part advanced business English series on negotiation strategy.
In the first episode, management consultant Bryan Fields discussed the basics of making a deal. We learned how to avoid some top common mistakes and we reviewed important vocabulary, such as BATNA, bottom line, bargaining chip, win-win, and zone of possible agreement.
Today’s podcast continues the interview with Bryan. In the dialog, we’ll learn five important elements of strategy – parties, interests, value, power and ethics. And along the way we’ll study useful vocabulary and idioms.
Listening Questions
1) What is the interviewer talking about when he refers to a “trap?”
The interviewer uses “trap” to refer to the situation Bryan describes in which the person sitting across from you in a negotiation is not the actual party or decision maker you should be negotiating with.
2) How does Bryan say we should think about interests?
Bryan says we should think creatively about interests: We should think of the real goals of our opposite number – the person with whom we are negotiating – and use this creative thinking to find new ways to create value for all sides.
3) In the interview, we learn that overcoming blockage – that is, getting past problems – is not just about reaching the agreement but also about maximizing what?
As Bryan and the interviewer discuss, we shouldn’t just think of blockage as obstacles to reaching an agreement but also as impediments to maximizing shared value. That is, overcoming blockage is also about increasing value.
